Strategy
Ideal Customer Profile Score
Evaluate how well a prospect matches your Ideal Customer Profile. Focus sales resources on high-probability, high-value accounts.
What this calculator does
The Ideal Customer Profile Score grade prospects against your ideal customer criteria, then compares your result against operator benchmarks (Tier A: >85. Tier B: 70-85. Tier C/D: <70.). Enter your numbers below and you'll get a result, a benchmark band, and a plain-English interpretation in under two minutes.
Score Each Factor (1-5)
Rate how well the prospect matches your ICP on each dimension. 5 = perfect fit, 1 = poor fit.
ICP Score
ICP Score
79
Tier B
Recommended Action
Standard Nurture
Based on tier
Interpretation
Tier B prospect. Good fit but not perfect. Standard sales cycle applies. Monitor closely for signs of friction that might indicate underlying fit issues.
Formula
ICP Score = Weighted sum of firmographic and demographic fit.Benchmarks: Tier A: >85. Tier B: 70-85. Tier C/D: <70.
Sources: OpenView 2024 SaaS Benchmarks, ChartMogul Retention Reports, ProfitWell Pricing Studies, and Pressense operator data.
Frequently asked questions
What makes a good ICP?
A good ICP describes who gets the most value from your product, who is fastest to close, and who has the highest retention. Look at your top-decile customers by NRR and tenure, that's your real ICP, not your wishlist.
Should we reject low ICP scores?
Not always reject, but always prioritize. Tier A gets senior AE attention. Tier B gets standard cycles. Tier C/D should go to automated low-touch nurture or be referred out. Burning AE cycles on misfit accounts is the most expensive mistake in sales.
How is ICP different from a buyer persona?
ICP describes the company (firmographics: size, industry, tech stack, growth stage). Persona describes the buyer (role, seniority, pain). You need both, ICP determines whether to pursue an account; persona determines how to sell into it.
About this calculator
Built and reviewed by the Pressense team, a strategy and systems partner working with B2B SaaS operators on unit economics, retention, GTM, and positioning. Every calculator in this library uses public benchmarks from OpenView, ChartMogul, ProfitWell, and KeyBanc, supplemented with anonymised data from the operators we partner with.